SalesNote )
December 2008
In this issue
  • Got VP of Sales?
  • 1-Hour Sales Series
  • Channel Overload
  • Quotation

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    Sales JumpStart 2009
    Wind it down and rev it up. Whether your year is closing with a bang or a whimper, it's a new day in January. What are you doing about it? Sales teams and organizations are realigning with reset expectations; salespeople are reassessing their accounts and territories and careers; customers are reevaluating their needs, requirements and budgets. All converge "after the holidays." Indeed take a Christmas break with the family over the next couple of weeks, but do put aside some thinking time to begin to orchestrate your 2009 sales jumpstart.

    Keys to a successful Sales JumpStart:

    • Plans - prioritize your team/territory/accounts
    • Regimens - evaluate your regimens and disciplines
    • Operations - organize and streamline your sales operations
    • Communications - upgrade your marketing pitch for the new day
    • Execution - reassess effectiveness of your sales tactics and strategies
    • Sales Cycle - rethink your existing selling cycle and customer buying cycle
    • Skills - consider the new/adjusted skill sets required for yourself and/or sales team

    Yes, there is a PROCESS for approaching sales success in the coming year. There is no panic amongst the pros - just careful and deliberate evaluation and implementation of proven fundamentals. Have a Merry Christmas and Happy Sales Year.


    		Got VP of Sales?

    Interim Sales Management
    Traditionally MXL Partners has resisted the numerous requests we receive to take interim sales management roles as they divide our time and attention away from our sales training and consulting clients. But after some successful engagements we have decided to provide this new service offering for certain situations.

    If you are in-between VPs or pre-VP of Sales and need interim dedicated and experienced sales management support, we should talk. Typical engagements are 60-90 days with options to extend as appropriate.

    		1-Hour Sales Series

    MXL for Your Weekly or Monthly Sales Meetings
    Some sales organizations will continue to have the sales team fly in for quarterly or bi-annual sales meetings. Others will cut back but still want to elevate skill sets and drive home best practices. Many firms have taken to short bursts of training in monthly guest training sessions or even a short series for 4 to 6 weeks.

    MXL's menu of 1-Hour Sales Training Topics can be modularized and tailored for any organization that wishes to invigorate the troops but in small, managed doses.

    Here are some 1-Hour session samples:

    • Building Your Territory Attack Plan
    • The 360o Account Snapshot Review
    • Managing Personal Sales Activity Metrics
    • Mastering and Managing Your Forecast
    • The Greatest Sales Pitch in the World
    • The Great Executive Whiteboard
    • The Qualify Master
    • Process-Driven Selling
    • Creating a Customer Decision Plan
    Call us and let's discuss a program that works onsite and/or online.

    		Channel Overload

    Case #14: When Too Many are Too Much
    It's a problem seen often. A client with dozens of "channel partners" in territories where a few will suffice. A result of the old adage: If we sign them up they will sell lots of product for us. So dot-commish. We helped our client reset channel objectives, prioritize, recruit, incentivize and train the right partners for the new day. The many become but a handful of aligned and productive partners.

    Is your sales channel overloaded?

    		Quotation

    No Excuses
    "There are two types of people, those that make excuses and those that find a way." - Larry Beckham, Southwestern Company

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